If you think customer research is just for marketing, think again. The best salespeople know that understanding your buyers is so important. Knowing what keeps them up at night, what excites them, and how they make decisions can be the difference between "Let's chat next quarter" and "Where do I sign?"
This week’s Good Sales Stuff is your guide to getting inside your buyer’s head, with practical tips on customer research, buyer personas, and why knowing your customer is the ultimate sales superpower.
Let’s get into it…
🔎 Customer research: Less guessing & more knowing
Do some 'social listening' LinkedIn posts, online reviews, and forums are goldmines. What are people praising (or complaining about)? Use that intel to tailor your pitch.
👤 Buyer personas
Think buyer personas are just marketing fluff? Think again.
Meet a few familiar faces:
- Deadline Debbie: Always in a rush. Hit her with concise, solution-focused pitches.
- ROI Raj: Needs to see the numbers add up. Arm yourself with case studies and hard data.
- Cautious Claire: Takes her time. Build trust and be patient—she’ll come around.
Tailoring your approach to these personas isn’t just smart—it’s what separates the top performers from the rest.
Get real insights:
- Quick-fire surveys: Keep them short. Ask what challenges they’re facing, what solutions they’ve tried, and what’s grinding their gears.
- Social listening: Lurk (professionally) on LinkedIn and X (Twitter). What are they posting, liking, and commenting on? What projects have they been part of?
- 1:1 chats: No sales pitch, just conversations. Buyers love being asked for their opinion—people like to talk about themselves.
- Review mining: Sites like G2 and Trustpilot are treasure troves of pain points and desires. Goldmine stuff.
💡 Pro trumpet tip: Don’t stop at the first answer—keep asking why. It’s like peeling an onion.
When you truly know your buyer:
âś… Your outreach hits the right notes (no more email tumbleweeds).
✅ You overcome objections before they’re even raised.
âś… Your solution sounds less like a pitch and more like the answer to their prayers.
✅ You build trust—aka the currency of sales.
Imagine someone recommending a Netflix show that actually suits your taste. That’s how you want your buyers to feel when you pitch.
Challenge for this week:
Pick one method above and try it. Chat with a customer, send a quick poll, or scroll through some reviews.
🎺Our trumpet Pods (Digital Sales Rooms) can help you put this into action. Get buyer insights, tailor content, and stop guessing what prospects want—because you’ll know.
Less back-and-forth, more closed deals. Win-win. 🙌
Until next time.
... as per, if you want to talk about all things Digital Sales Rooms (you know you want to) book a quick call with our awesome Account Executives:
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